Sales Strategy

TopMark helps each of its clients put together a sales strategy that optimizes profitable revenue growth and sales force effectiveness at the least possible cost by leveraging the capabilities of the organization, individuals, channel members, information and systems. Working with management in sales strategy development, we:

An effective sales strategy articulates how a company's sales channels fit together to efficiently and successfully attract and retain customers, including, for example, the:

Definition of customer segments;

Targeted current and prospective customers;

Products, services and value propositions matched to each segment;

Alignment of sales channels and resources with current and prospective customers;

Messages and activities consistent with the overall marketing strategy;

Intelligence covering competitors in each segment and for the company's product/service offering; and support that will be provided to facilitate market coverage.

Prior to matching sales channels to customer segments and targets, a company should assess its internal sales capabilities relative to those of its channel partners and the competition. In addition, the economics of its employee sales force and support functions should be compared to the company's internal objectives and competitors. The results of both analyses provide valuable information for determining channel and sales/support activity assignments and minimizing channel conflict.